Senior Business Development Manager - Contenta
Job Purpose
We are seeking a high‑impact Senior Business Development Manager to drive enterprise sales across the Aerospace, Defense, Government and Aviation sectors in the United States. This role requires a proven hunter with deep domain credibility and the ability to navigate complex procurement environments while building long‑term relationships with senior stakeholders.
The successful candidate will demonstrate ownership of complex, multi‑stakeholder enterprise sales cycles, with a strong track record of selling defined software or platform‑based solutions (rather than services‑only or hardware‑led offerings). You will be fully accountable for clear quota ownership and performance metrics, consistently delivering predictable pipeline creation and revenue outcomes.
About Contenta
Our publishing suite for S1000D is an industry-proven publishing solution for technical content writing, digital publishing solutions and technical documents templates, all with functionality optimized for each step of your content publishing process.
Job Overview
Key Responsibilities
Enterprise Sales Expertise
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Demonstrated success driving complex technical solution sales across Defence and Aerospace markets
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Extensive engagement experience with defence primes, Tier‑1 suppliers, and major OEMs
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Deep commercial understanding of procurement cycles, security frameworks, and buyer personas within Aerospace, Defence, and Government environments
Technical Ecosystem Exposure
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Strong familiarity with mission‑critical parts inventory and supply‑chain systems
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Hands‑on experience operating within PLM ecosystems and supporting full product lifecycle management
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Working knowledge of aviation MRO platforms and sustainment/logistics technologies across A&D operations
Domain Knowledge (Preferred)
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Understanding of technical publication standards including S1000D, ATA, and MIL‑SPEC
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Experience with CSDB environments and associated viewer technologies
Hunter Profile
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Proven ability to win net‑new business while expanding opportunities across existing accounts and whitespace
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Comfortable owning light account‑management responsibilities within the US portfolio
Complex Sales Cycle Management
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Skilled in navigating multi‑year enterprise sales cycles and managing complex RFP processes
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Consistent success building and sustaining long‑term customer engagements
Solution‑Led Selling
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Ability to credibly articulate real‑world sustainment, maintenance, and technical publication challenges to senior technical and operational stakeholders
Skills & Experience
- 6+ years' of industry-related business development experience
- Knowledge of complex, multi-stakeholder enterprise sales cycles
- Defined software or platform-based solution (not services-only or hardware-led)
- Strong knowledge of successful marketing strategies
- Focused and goal-oriented
What success looks like
- Demonstrated command of complex accounts (programs, influence networks, buying paths).
- Strong, predictable pipeline creation across both new S1000D and legacy-spec opportunities.
- Trusted advisor status with defense and aviation customers.
- Turning evaluations into structured procurement processes.
Base Pay
$100,000 - $150,000 / year
Actual rate of pay may vary based on factors including, but not limited to: position offered, location, education, training, and/or experience. Total compensation may also include variable incentives, bonuses, benefits, and/or other perks, as outlined in any formal offer made.
Life at RWS
Life at RWS - If you like the idea of working with smart people who are passionate about growing the value of ideas, data and content by making sure organizations are understood, then you’ll love life at RWS.
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